Mobiz

2. New Sales Process (March 2021)

Deal Stages and associated tasks, CRM requirements

Article7 min readUpdated Feb 23, 2025View source ↗

  1. Sales Process Diagram

  2. Sales Philosophy (team philosophy - belief, approach, dynamic etc .*posteds from Retro/new with Sean to add here)

  3. Sales Framework & Methodology (Sandler + DC approach)

    1. Sandler

    2. Dale Carnegie Sales Principles (add here)

  4. Stage Descriptions and Goals

Stage Name

Stage Description

Stage Goals

Researching

Target companies for enrichment of contacts, company info etc.

Enrich lead, company info & move to Prospect

Pre-call (MQL)

MQL - marketing qualified lead, not yet vetted as sales qualified lead (SQL). Target has been identified. Leads and Demo requests/web inquiries, target companies with contact targets identified.

Enrich lead, company info & move to Prospect.

Prospect (SQL)

Need identified; valid opportunity exists. Provide supporting information and field questions.

1. Internal hypothesis on customer’s business objectives has been developed. 2. Internal strategy for the account has been developed

Opportunity Qualification & Discovery

Mutual agreement to invest time to explore needs analysis & solution fit. Meets BRANT: Budget, Revenue, Authority, Need, Timeframe * refer to questions in 4. Sales Conversation Planning

1. Aligned Account Plan to customer’s installed solutions and whitespace opportunities

2. Determined which opportunity and sales plays are most likely, then assigned an owner

3. Confirmed customer alignment to business issue and desire to engage in finding a solution

Circle of Influence

Mutual agreement that is worth investing time to explore a solution fit. Buyer roles identified and conversations are underway with necessary decision makers.

1. Finalised Mutual Plan (includes executive commitment for resources to build Business Case and

Technical Case)

Solution fit

Buyer agrees solution fit & quotation/proposal (agreement/ contract order form) request

1. Established compelling Value and Technical Fit by developing Business Case and Technical Case

2. Confirmed Business Case and Technical Case outputs to satisfy respective stakeholder requirements

Customer Commit

Proposal/agreement (contract order form or POC) submitted & in review internally at Mobiz.

1. Developed and presented full Proposal including pricing and contract terms

2. Negotiated and worked towards signatures

Execute to Close

Proposal/agreement (contract order form or POC) sent & in review at customer. In POC stage

Prove successful POC & win contract.

Closed – won

Contract signed & received by legal or POC rolled into contract period

Growth & create ambassadors

Closed – lost

Client declined offer/ contract negotiation failed

N/A

Nurture

Not ready for sales engagement yet. Nurture Statuses: 1. Nurture - No Contact 2. Nurture - Cold 3. Nurture Warm

Keep potential leads warm

  1. Stage Activity Checklist & Pass Criteria

    1. 0 - Researching

      • Activity Checklist

        • Research organisation & associated contacts

        • Complete details in HubSpot

      • Stage Exit Commitment

      • Stage Pass Criteria

        • Sales Manager/team approved target

  1. 1 - Pre-call (MQL)

    • Activity Checklist - N/A

    • Stage Exit Commitment - N/A

    • Stage Pass Criteria

      • Meet Sales SQL Criteria

  1. 2 - Prospect (SQL)

    • Activity Checklist

      • Create hypothesis on the quantifiable business issue and potential solution fit & include, customer challenges, objectives and strategies

      • Client Organisational Structure

      • Review Account Plan with Manager

      • Inputs to POC/Trial

      • Update & complete HubSpot Contact, Company, Deal information

    • Stage Exit Commitment

      • Customer strategies

      • Customer challenges

      • Customer objectives - Internal review and agreement

    • Stage Pass Criteria

      • Account Plan Reviewed with Manager

  1. 3 - Opportunity Qualification & Discovery

    • Activity Checklist

      • In the Account Plan, analyse the customer’s installed solutions, whitespace opportunities, and

      • Determine projected sales plays

      • Assess the estimated value of the opportunity and add to HubSpot

      • Conduct initial conversations with the customer to align on business issue and desire to solve

      • Update opportunity in HuSspot

    • Stage Exit Commitment

      • Internal agreement on opportunity ownership and next steps

      • Customer indicates desire to move forward and learn more

      • Customer & Sales Exec agree to a Mutual Plan

      • Customer agreement on revised Initial POV recommendations including at least one use case to be resolved with mutual benefit

    • Stage Pass Criteria

      • Detailed Account Plan reviewed with manager and account team (including completed whitespace analyses and conversation planner

      • Quantifiable Business Issue and potential Solution Fit confirmed by customer and documented in Account Plan

      • Customer commits to connect with Triangulated Power

      • Opportunity records updated

  1. 4 - Circle of Influence

    • Activity Checklist

      • Identify Buying Committee and create Triangulated Power map

      • Add all contact roles to Hubspot

      • Engage Triangulated Power and align them with revised Initial POV

      • Connect AE and customer executives

      • Create Business Case and Technical Case development plans

      • Ensure personal value is identified and met in proposed solution

      • Confirm financial resources and buying timeline

      • Re-confirm BRANT

      • Update/complete additional Hubspot fields

      • Identify other sources of value

    • Stage Exit Commitment

      • Triangulated Power commits to invest resources in a Solution Definition phase as is captured in the Mutual Plan

    • Stage Pass Criteria

      • Mutual Plan and timeline for Stage 5 (Solution Fit) activities (including Business Case and Technical Case) have been created

  1. 5 - Solution fit

    • Activity Checklist

      • Determine Business Value through the Business Case and gain acceptance of results by the customer

      • Build Technical Case and timeline with customer and partner/ACS to address requirements

      • Conduct a (Solution Fit) Demo

      • Finalise acceptance of the Full POV with Triangulated Power

      • Determine company information pertaining to product usage: current volumes; metrics to measure ie. Conversion, CTR

      • Identify & document competitors in HubSpot notes and Account Plan.

      • Determine package & pricing model; POC term and free credits with commercial manager (Liam) & get approval

      • Update current and complete additional HubSpot fields

    • Stage Exit Commitment

      • Customer agrees that we can solve their business problem, provides a differentiated solution, and delivers the required value to stakeholders

    • Stage Pass Criteria

      • Full Proof of Value (includes completed Business Case and Technical Case) accepted by Triangulated Power - Buyer agrees that solution meets needs

      • Mutual Plan with timeline to customer go-live

      • Buyer requests quote/proposal/pricing

      • Verbal agreement extended

      • Update current and complete additional HubSpot fields

  1. 6 - Customer Commit

    • Activity Checklist

      • Develop and present Proposal

      • Gain customer acceptance of Proposal by Triangulated Power

      • Negotiate terms with customer

      • Plan for procurement, signatures, and PO

      • Review & complete all records: account, contact, opportunity

      • Update close date

      • Update forecast amount

      • Prepare & submit Order form/ Annexure to Reneesha, email, cc Liam & Greg

      • Determine account holder/s of Mobiz account; brand names for Mobiz set up

      • Determine Financial contact for billing purposes and inform Kathleen.

      • Obtain bank confirmation letter from company for credit term application.

      • Determine branded link options and provide to customer

      • Send customer POC Information document

    • Stage Exit Commitment

      • Verbal agreement on pricing and terms

    • Stage Pass Criteria

      • Full Proposal with pricing

      • Contract prepared and Order form/annex completed and reviewed internally

      • Mutual Plan (includes final procurement and signature process)

  1. 7 - Execute to Close

    • Activity Checklist

      • POC Objectives meeting held introducing Customer Success

      • Timelines/Meetings during POC determined

      • POC Measurement criteria agreed

      • POC Objective document reviewed by client

      • Bank confirmation letter from client

    • Stage Exit Commitment

      • Agreed POC KPI’s for success

      • Prepayment before deployment agreed by client

    • Stage Pass Criteria

      • Signed Sales Order (for direct contract, ie. no POC)

      • Customer confirmation on marketing permissions for logo use, case study candidate, testimonial

      • Check POC close date aligned to contract starting per POC agreement

  1. 8 - Closed – won

    • Activity Checklist

      • Update HubSpot deal to Closed - Won

      • Update Lead status to “Customer”

      • Host internal meeting with Farming team to allocate account manager

      • Introduce customer key stakeholders and users to account manager

    • Stage Pass Criteria

      • Contract date started i.e. automatic contract period started from end of POC date

      • Key Account Manager handed over from Sales

  1. 9 - Closed - lost

    • Activity Checklist

      • Update HubSpot deal to Closed - Lost

      • Update Lead Status? Check whether Nurture is applicable in the sales circumstance and apply the correct Nurture status.

    • Stage Pass Criteria

  2. 10 - Nurture

    • Add deals to Nurture deal stage that have the potential to convert into a sale in future, that for specified reasons- bad timing, no resources etc, are not ready to continue on the buyer journey.

    • Add specific leads/contacts to a Nurture Lead Status below. These leads will be returned to Marketing as an MQL for warming up until ready to engage in sales conversations.

      • No Contact - No reply to auto-emailer from form submissions on web site i.e. Contact Us; Talk To Us; Demo Request; Not been able to get a response telephonically, via email

      • Cold - Had initial contact (qualified/unqualified), gone cold/unresponsive

      • Warm - Qualified, not ready yet, bad timing, no resources, or non-prioritised project etc.

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